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chapter 8

Collaboration

You Can't Promise That?

The manager of a project office at a large software company called you. She would like to talk to you about a problem involving a lack of trust between the developers of the software and the salespeople who are selling it.

What They Say—The Situation

You:

What has happened that triggered this call?

Executive:

We sell a Web application to doctors' offices. It is a pretty expensive application and requires our sales staff to build strong, trusting relationships first to make the sale and later ...

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